Channel Account Manager - West

About The Role

Picus is looking for a driven and strategic Channel Account Manager to help grow and scale our partner ecosystem across the West region. Preferred locations include the SF Bay Area or Los Angeles area.

In this role, you will work directly with strategic partners, regional sales teams, and internal stakeholders to drive pipeline generation, deal registrations, and partner-sourced revenue. You will serve as the face of Picus in the field, helping partners position, sell, and support Picus solutions through enablement, joint go-to-market initiatives, and co-sell execution.

This is a highly collaborative, field-facing role ideal for someone who thrives in a fast-paced, high-growth cybersecurity environment and understands how to build strong, revenue-producing channel relationships.

What You'll Do

• Develop and execute a regional channel strategy aligned to Picus’ go-to-market objectives,
• Build and manage relationships with strategic VARs, MSSPs, integrators, and reseller partners across the West Coast,
• Drive partner-sourced pipeline generation, deal registration, and revenue growth,
• Collaborate with regional sales teams on co-sell motions, account mapping, and deal execution,
• Deliver sales and technical enablement for partner sales reps, SEs, and services teams,
• Manage the Picus Partner Enablement Program and ongoing training initiatives,
• Develop and execute joint GTM campaigns, partner events, webinars, and field marketing activities,
• Manage MDF programs and support demand generation initiatives with partners,
• Conduct QBRs, pipeline reviews, and regular business planning sessions with focus partners,
• Build executive-level and field-level relationships within partner organizations,
• Increase partner mindshare and strengthen Picus’ presence throughout the regional partner ecosystem,
• Partner with Picus Sales to maintain accurate forecasting and pipeline tracking for partner opportunities.

What You Have

• 5+ years of channel sales, partner management, or account management experience,
• Experience in cybersecurity and/or enterprise SaaS,
• Proven track record of driving pipeline and revenue through strategic channel partnerships,
• Strong relationships with leading security-focused partners such as GuidePoint Security, Optiv, SHI International Corp., Presidio, or similar organizations,
• Experience training and enabling partner sales and technical teams,
• Strong communication, presentation, and relationship-building skills,
• Ability to work independently and execute in a fast-paced, high-growth environment,
• Experience with Salesforce and channel sales processes preferred,
• Willingness to travel throughout the West region (~40%).